The
more concise you can be, the more likely you are to have your phone call
answered the next time. Prospects appreciate your understanding that they are
busy. They want you to get to the point
without too much initial banter.
Here
are five tips from inside sales training experts on how to be more successful
on the phone:
- Do not start with fake pleasantries. Unless you know the prospect and really care about them, do not ask if they’re having a good day. They will sense your insincerity, tune out and turn off.
- Know your stuff. You should have practiced your approach (and received feedback) multiple times and multiple ways so that your spiel is succinct and compelling.
- Be as direct as is appropriate. Ask for what you want when the timing is right. Don’t make your prospect guess at the reason for your call.
- Think two-way. Remember that this should be a conversation, not a lecture. Ask questions that engage your prospect and give you valuable information.
- Don’t overdo. Less really is better. Talk less, listen more and set up a next call. Five minutes in productive conversation is far better than 10 minutes that go nowhere.
